I wrote recently about the importance of understanding why your potential customer has to purchase – the Compelling Event – either from you or from somebody else. I finished by reminding how in software, when we are contracted with a customer, we already have a compelling event lined up and have significant power in the [...]
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Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]
Filed under: High value selling, negotiation, Qualification | 1 Comment »
How do you feel about negotiating? Is it something you look forward to, or a phase of the sales cycle you dread? Perhaps you don’t really think about it at all. In our methodology, negotiation builds throughout the sales cycle – from day one to the closing of a new customer or a further piece [...]
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Successful Negotiation Strategies with Brian Dietmeyer, CEO & President of Think! Inc [duration 25:10] “I can get the same thing from someone else only cheaper“. “Sharpen your pencil“. “It’s not in my budget“. Sound familiar? Think! Inc have spent years working out what these types of statements really mean. Having listened to over 20,000 negotiations [...]
Filed under: High value selling, negotiation, Podcasts | 2 Comments »
It feels funny to be writing this post. Until I set-up my own business I worried that qualification of my team’s opportunities was perhaps one of the weakest area of my sales skillset. Back in April when I leapt into the unknown and set up Engleby Associates I knew I wanted to review my own [...]
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Finding and creating sales is tough, particularly in this economy. So much time and effort is spent developing an opportunity yet little thought tends to go into the construct of the deal. Research has identified some troubling statistics. For example: Just 5% of organisations believe their sales people negotiate effectively A whopping 85% of organisations [...]
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